What Makes You Think You Have a Sales or Recruiting Process?

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

It's true. Executives brag about their processes. "Oh, yes, we spent the last 15 years developing our process and it's wonderful - wait until you see it!" It never matters whether they're talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.

It reminds me of the very first house my wife and I lived in nearly 20 years ago. We had designed and planted gardens and the next project was a large perennial garden we wanted to plant. We were quite proud of what we had already done but were unsure of what plants to include and how to arrange them for a spectacular look. So we invited a professional landscape designer to come by and his first words were, "Oh yeah, typical homeowner landscaping", loud enough for the entire town to know we were incompetent. Thanks to my wife's great vision, we've gotten much better at landscape design (read -she designs quite impressively and I can dig holes). But I try to keep this incident in mind whenever an executive begins to brag about their process(es).

Invariably, these home-grown processes are primitive. Yes, they can put the process label on them, but only because there is more than one step. But steps don't make a good or effective process. Whether it's a recruiting process or a sales process, it should always include a combination of best practices, milestones, steps and stages conducted in the proper sequence, with the proper expectations, in an appropriate time frame.

So what makes you think you have a sales or recruiting process?

Speaking of processes, I'll be featured on a webinar, How Not to Screw up Your Sales Hiring in 2010, hosted by the EcSell Instituteon Monday, January 25, at 1 PM ET, when I'll be discussing the Sales Recruiting Processes with founder, Bill Eckstrom. More information and to register.

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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

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Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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